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How to Overcome Objections
Along the journey of filling your date book you will hear some nos. They may
be “no, not now” or “no, never.” Make sure you ask! If the timing is not
right for them to have a party ask them when they would like for you to
contact them back.
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Sometimes, you may not hear a no, but rather
an objection. An objection is nothing more than a thought…a concern…or
maybe they aren’t sure they would be able to have a great show for you.
When you find yourself in this situation using the correct verbiage will
help you to achieve a dated party booking. You will want to find out if
they are considering even a little bit about having a party. You can say
“it sounds like you might really enjoy having a party, what’s holding
you back from choosing a date?” Once you know the concern you can
reassure them. |
Following are
some of the most common objectives you may hear from Customers and
Hostesses, and some possible responses that you can use. There are countless
other ways that are not given here and that may occur to you as you gain
experience.
Concern: “I’m too busy,” or “I don’t have any time.”
Responses: "I understand. My scheduled is crazy too. There just never
seems to be enough time in the day. But you know ________, the best
hostesses are those with busy schedules because busy people know lots of
people and know how to get things done. We could even do a simple
“Mini-Party.” If I could show you how you could earn some free items with a
minimal amount of time, would you give it a try?"
"You know I’ve
found that busy people usually have the most successful Parties. Busy people
usually have many friends and know more people to invite. All you have to do
is prepare the Guest list. I’ll handle all the rest…the set up and
presentation. Would a week night or weekend work best for you?"
"A busy person like you knows how to organize to save time and get things
done. How about a lunchtime or after work Party at your office or
workplace?"
"A Celebrating Home is very easy to plan. If you can find just 10 minutes
to put together a guest list and 2-3 hours to take a break to have some fun
with your friends I’ll do the rest. You’ll not only have fun with your
friends, but you’ll earn about $150 in free merchandise."
"With a busy schedule I’m sure you’d love a break. How about inviting a
friend to have a buddy party with you and we can then have the party at her
house. All you’ll have to do is take a few minutes to put together a guest
list. That would be a fun girl’s night out!"
Concern: “My house is too small.”
Responses: "You know _______,We can work around that. Smaller groups
are easier to work with. I can give your Guests more personal attention."
"We can make it a really casual Party! It can be around your dining table or
even have it outdoors if the weather is nice."
“Well _______,
it really doesn’t take much space to have a party. We can do a mini party
and have a great time with just 5-6 people sitting around your kitchen
table! With a few outside orders you could have a great party with a small
house and you'll get some of your favorite items for free or 1/2 price! I
would love to do a party for you and your friends. Could you take a peek at
my Open Dates sheet and see if we could reserve a date that works for you?”
"Have you thought about co-hosting with a friend and having a buddy party?
One of you can provide the house and the other can provide some light
refreshments. You both can invite your friends and we can actually do two
Parties in one. Then, both of you can earn Hostess Benefits! How does
Tuesday evening or Thursday evening look?"
"We can simply have an open house, invite a few friends over and I can set
up a display without a formal presentation. I can be there to entertain and
educate your friends in small groups of 2 or 3 and answer their questions."
Concern: “I’m new in the neighborhood,” or “I just don’t know enough
people to invite.”
Responses: "You know _______, I bet you'd be surprised at how many
people you actually do know. (You can show her the Let’s Have a Party
Brochure and help her write her list.) Before you say no let's see who you
could invite and remember that they can invite a friend or two to join them
as well."
"Let's look at
our party brochure and see who you know that you could invite. You'll be
surprised at how many you know once you start putting your list together. I
also know that several of the guests here tonight weren’t able to get
everything on their wish lists and I'm sure they would love to come to your
party! We could pass this around and you’d have a great start on your list!
If we spent just a couple of minutes now writing down some names and we
could come up with about 20 people, would you be interested in having a
party?"
"I understand.
You know, having a Party could be a great way to meet your neighbors and get
acquainted. You could start with the one or two neighbors you have met and
ask them to bring others."
"If you were to have a party who are some of the people you can think of to
invite….that sounds great. We can have a mini party and offer a gift for
everyone who brings two friends."
"All you need are a couple of people to get things rolling."
"You can also include close friends or even folks from your former
neighborhood. I’m sure they as well as your new neighbors would like to see
your new home. We could plan it on a weekday evening when most folks are
home."
Concern:
"No One Ever Comes to my Parties"
Responses: "Have you ever had a party with me? Then is doesn't
count! Plus, most people are not familiar with Celebrating Home, our
great variety of products and excellent pricing. I'm sure once you
show the catalog to your friends they'll love everything as much as you do
and will look forward to going to a party. If I can show you how we can work
together to have a great show would you be willing to give it a try?"
“You really
seemed to enjoy yourself tonight, _______. Plus, you’ve never hosted a party
with me before so those other parties just don’t count! Most people don’t
come to parties if they don’t have fun, but everyone here tonight said they
had lots of fun! Plus, I have ways of getting people to attend. If I could
show you how to get guests to come to your party, would you be willing to
give it a try?”
Concern: “My husband won’t let me.”
Responses: "I understand. What is it that he is concerned about?
…Many others have felt the same way at first, but when they explained to
their husbands about the flexible hours (for a Party or to do the business)
and that it wouldn’t interfere with family obligations, the husbands were
pleased."
"How about having a “couples” Party? Many times when couples attend together
they can pick out new stoneware or find entire print and accessory groupings
for the wall conveniently and with no hassle shopping. Also, they have an
opportunity to get together with the other men and visit. Would this be
something you and your husband might enjoy?"
"Could we schedule a time when your husband wouldn’t be inconvenienced?"
"Who do you know that would love an opportunity to shop for free? We can
have a buddy party for twice the fun and have the party at her home. Both of
you can each have a guest list, invite your friends to attend, and both of
you would earn hostess benefits. In fact, just by inviting a friend to have
a party with you will earn you a booking credit!"
"Would your husband like to shop for free in our catalog? Men love all the
Deer Prints, and Northwoods items. Maybe you could bargain and let him pick
out something he would love to have for free or 1/2 price!"
"Would your
husband love to get the guys together for a football game while the girls
have a party in another part of the house?" or "We could even have a couples
party."
Concern: “I’d like to help you, but so many of my friends are going on
vacation this time of year.”
Responses: "Let me help you; We can work around that. Let’s make a
guest list to see who might be available to come. Those guests who can’t
come to your Party can choose items from the Party Mailer/web site and these
outside orders will add to the success of your Party."
"I find that the majority of people are gone over the weekends. Let’s look
at a Tuesday or Wednesday night party, which works best for you?"
Concern: “I’m all partied-out. We have had so many parties in the
neighborhood recently.”
Responses: "It sounds as if you have great neighbors and friends who
like “to party” because they can get together as well as conveniently shop
at home."
"That’s perfect to introduce them to Celebrating Home. They have seen
other companies, but how many have seen the beautiful products from Celebrating Home?"
"…And I can also introduce them to our hostess program which is very
generous and exciting."
"…Wait until they see the new catalog (when appropriate) and our newest
products!"
Concern: “I
don't do parties.”
Responses: "Do you mind if I ask why?" It is always important to
ask because this reply may just be a mask for another of the about
objections and unless you ask you won't be able to over it!
Concern: “Call me in a couple of months.”
Responses: (You need to find out why they want to wait.) "I’d be
happy to call you then…but I sure would hate for you and your friends to
miss out on seeing and hearing about our newest products and promotions.
Let’s look at the
calendar to see if there may be a convenient date for both us. I would love
to be able to give you some items FREE and at half price."
"That’s just fine as my calendar for this month is almost full! Let’s pencil
in your date so we can be sure to find a convenient date for you. You
complete this Guest list, mail it back to me and your ready for your Party –
it’s that
easy!"
You can also use the MAYBE LATER list as well!
If your
potential hostess hasn't given you a specific reason as to “why” she doesn’t
want to book a party, please ask her “What's holding you back from saying
yes to booking a Party?”
If you are
unable to obtain a home party booking be sure to invite everyone to book a
catalog party. Be sure to follow up within a few days to make sure she
is collecting orders and to answer any questions she might have.
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